Below are the recommended best practices for the checkstand overall and specific categories:

  • Grocery Channel
      • Merchandise front-end checkout displays to reflect shopper buying behavior. Retailers should select items with high penetration (most shoppers buy), that are purchased frequently, and that are commonly bought on impulse.

      • Focus at the front-end checkout should be on the “Power Categories” that represent almost 80% of front-end sales and profits: Confectionery, Magazines & Beverages. These categories also represent 83% of the opportunity gap.

      • Be sure to merchandise the Self-Scan checkout lanes with a focus on the key Power Categories.

      • Carry Confectionery on all the checkout lanes and merchandise Confectionery on both sides of the consumer to generate impulse purchases.

      • Maximize Magazine presence at the front-end on end caps as well as in the lane to enable consumer buying opportunities. Shoppers need to browse Magazines.

      • Over-The-Belt merchandising should include “Power” categories such as Confectionery and Magazines.

      • Make sure the top selling Magazine titles are available on key lanes. It is more important to carry the right titles than a large number of titles at the checkout.

      • Make beverage coolers available to shoppers on 80% of lanes including the Express and Self-Scan lanes. Stock an assortment of beverages in each cooler that includes water, energy and non-carbonated as well as carbonated beverages.

      • Provide a moderate space for GM/HBC. Remember that most of these items are need driven and many are also located elsewhere in the store.


  • Convenience Channel
    • General
      • Merchandise snacking categories that have higher penetration, purchase frequency, and provide impulse purchases in multiple locations
      • Merchandise single serve snacks in the food service area to generate additional snack purchases
      • Potato chips need at least 25 feet of space and 35 items throughout the store to realize their full potential
    • Confectionery Snacks
      • Make candy and gum available in food service
      • Candy sales expand with multiple merchandising locations
      • Gum sales also expand with multiple merchandising locations
      • Sales are optimized for candy when 200+ candy items are available
      • In large stores gum sales are optimized with 85 to 94 gum items carried
      • Candy sales are expanded in large stores with over 100 linear feet available
      • Gum performs better in small and large c-stores when more than 20 linear feet of space is available
      • Stocking of at least 25 king size chocolate items expands chocolate candy sales
      • Temporary displays will drive incremental sales of candy and gum
      • End cap displays will drive candy and gum sales
      • In medium sized c-stores, mints sales do expand with multiple merchandising locations
      • Large stores need to carry 30 to 39 mint items to generate additional sales
      • Large stores need to allocate 9 to 10 linear feet of space to mints to optimize sales

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